SaaStr

JANUARY 30, 2023

They focused on building a payment platform that empowers international talent and independent contractors to get paid on time in a compliant way while also ensuring that companies can hire international talent and make payments efficiently. Lessons in leadership Grow your organization thoughtfully.

Sales Hiring 218

Sales Hiring Payment Services SaaS Payments Scale 218

SaaStr

NOVEMBER 30, 2022

“The hardest part of closing any deal is finding it,” says Lars Nilsson, VP of Global Sales Development at Snowflake. Over his 35+ year career, Nilsson has managed 100+ Sales Development Representatives (SDR) across four continents, six countries, and ten cities. Jumpstart pipeline generation with your first five revenue hires.

Sales Hiring 201

Sales Hiring Development Technical Review Management 201

SaaStr

OCTOBER 10, 2023

On a sales front, how do you evolve past founder-led sales, or together with it, so that you can scale your organization? Founder-led sales can be an immense strength and rapidly become a limiting factor. PST, Laura Connell, Partner at Atomico, shares how to scale beyond founder-led sales on your path to Series B.

Scale 191

Scale Sales Hiring Scaling Sales 191

SaaStr

MAY 16, 2024

They had no hiring expertise and little money. If enough employers defect, it changes the hiring market. As a manager, you have to do things differently. But if you know what success looks like in sales, support, engineering, etc., Half of sales and marketing resources might not exist in 24 months. That’s huge!

Sales Recruiting 222

Sales Recruiting AI Search B2B Sales Hiring 222

SaaStr

APRIL 20, 2022

This famous quote from self-help author Robert Collier applies to every sales organization because excellent results come through repeatable activities, not one-off wins. Alice Katwan , SVP at Twilio , discusses how you can build a high-retention sales team while being remote. Implement systems to attract great talent.

Sales Hiring 203

Sales Hiring Scale Retention Sales 203

SaaStr

JUNE 21, 2023

Lesson #1: If You Aren’t Making Mistakes, You Aren’t In A Startup If you do things that always work and maintain the status quo, you’re likely at a major company like Microsoft. They hired their first VP of Sales with a wonderful pedigree and experience at some of the hottest startups. Startups experiment and make mistakes.

Sales Recruiting 235

Sales Recruiting Sales Hiring Underperforming Technical Team Pricing 235

SaaStr

NOVEMBER 25, 2023

Jameson Yung, SVP of Sales at Gong, and Sam Blond, Partner at Founders Fund and previous CRO at Brex, share five tactical ways to get back to growing and hitting revenue targets. When everyone went remote, they worked remotely from the beach while their companies were growing. If you look at the number of Sales vs. Marketing.

Sales Hiring 190

Sales Hiring Underperforming Technical Team Revenue Sales 190

SaaStr

AUGUST 20, 2020

343: Kyle Parrish is the Head of Sales @ Figma, the company that helps teams create, test and ship better designs from start to finish. To date the company has raised over $132M in financing from some of the best in the business including Sequoia, a16z, Index, Greylock and Kleiner Perkins to name a few. What worked?

Sales Hiring 186

Sales Hiring Sales Recruiting Scale Technical Advisors 186

OpenView Labs

MARCH 24, 2021

Without fail, every week I speak to 5–10 startup founders who are dealing with one of these two painful situations: They’re going through the process of parting ways with the wrong VP of Sales or the wrong enterprise salespeople. For either one, the bottom line is that the cost of a bad hire is significant.

Sales Hiring 56

Sales Hiring Underperforming Technical Team Company Culture Interviewing 56

SaaStr

FEBRUARY 22, 2022

As you scale up a business, you’ll see an increase in demand for product, followed by an inevitable increase in sales. As a result, you’ll have to hire more people, reform your processes, and tailor your systems to accommodate the new demand—all without breaking anything. . 5 ways to scale your SaaS and sales team.

Scale 219

Scale Sales Hiring Scaling Sales 219

SaaStr

APRIL 2, 2023

But what I learned, after years of procrastinating on tough moves for our leadership team, is that the leaders’ teams suffer greatly through that inaction. I walk them through this when I hire them. There are many stories of legendary exec hires. Maybe they are misunderstood. Maybe they need more coaching.

Sales Hiring 251

Sales Hiring Scale Scaling Customer Success 251

SaaStr

DECEMBER 28, 2022

So what can founders, CEOs, and VP of Sales do to motivate the sales team after a few bumps? . In this week’s Workshop Wednesday, SaaStr founder and CEO Jason Lemkin shared 8 ways you can inspire the sales team today. Deliver sales a true 10x feature. They almost always inspire the sales team. Reset the plan.

Sales Hiring 210

Sales Hiring Sales Systems Review Content Marketing 210

SaaStr

JANUARY 21, 2020

Justin Welsh, former SVP of Sales at PatientPop explains how he started in SaaS in 2009 as the second sales hire at Zocdoc. Justin used Sales Culture to grow a successful PatientPop team to 140 employees and 55 million in revenue. Justin Welsh | SVP Sales @ PatientPop. Want to see more content like this?

Sales Recruiting 253

Sales Recruiting Sales Hiring Scale Sales 253

Intercom, Inc.

OCTOBER 26, 2021

Getting the team right is one of the hardest parts of scaling sales. But no sales team can afford to grow without intention. While building a sales team, we’ve focused a lot on our sales culture. Here’s how we went about growing a sales team that is both world class and culture-additive.

Scale 160

Scale Sales Hiring Sales Recruiting Sales 160

Kalungi

APRIL 18, 2024

CMOs are in charge of managing all marketing operations, they contribute to growing sales, finding new business opportunities, and are responsible for planning, executing, and overseeing all your marketing activities A qualified Chief Marketing Officer (CMO) shouldn't just be skilled to do the job, they should also fit your company's culture and have (..)

Sales Hiring 40

Sales Hiring Interviewing Marketing Company Culture 40

SaaStr

JUNE 14, 2023

We’ll explore key aspects such as building customer relationships based on trust and honest feedback, defining company culture amid rapid growth, and hiring strategies that prioritize team chemistry over expertise. Focusing on team chemistry while hiring people outside your field is significant.

Scale 197

Scale Artificial Intelligence Technical Review Software Review 197

SaaStr

OCTOBER 17, 2023

The framework above is a lean canvas to help you understand your customers’ needs post-sale. Chances are: You’ve hired your first Head of Sales, and you’re probably about to see a lot of growth on the sales side. Your selling team will 3x, and sales will become codified. Renewals.

Scale 159

Scale Sales Hiring Customer Success Scaling 159

SaaStr

JUNE 2, 2023

Recruit diverse leaders The goal of hiring a revenue leader is to put gasoline on finding product market fit success. Hire a leader who will not only agree with you but someone you can disagree with in a respectful and productive way. Meet with people you can learn from and share ideas, even if it doesn’t convert into a hire.

Sales Recruiting 206

Sales Recruiting Sales Hiring Scale Branding 206

SaaStr

MARCH 31, 2024

We hire remarkable people, and we give them a lot of freedom for how they’re going to get their work done. They need to inform behavior of your company, and they need to inform who you hire, fire, promote, grow, and celebrate your organization, daily. Katie Burke: To your question of when to hire a chief people officer.

Part-Time CTO 250

Part-Time CTO CTO Hire CTO Coach CTO 250

SaaStr

OCTOBER 13, 2023

If your product has effortless growth or a word-of-mouth motion and momentum, it automatically takes care of one of your biggest cost drivers: sales and marketing. The only way to stay ahead of support volume was to keep hiring into the support team. Once you hire a team, there’s a soft cost. It’s your biggest asset.

Outsourcing Services 228

Outsourcing Services Sales Hiring Scale SaaS 228

SaaStr

MAY 10, 2023

In this week’s episode of CRO Confidential, host Sam Blond, Partner at Founders Fund, continues a mini-series on founder-led sales with Colin Zima, founder and CEO of Omni. Leverage Your Network First When you’re ready to hire your first AE, don’t create a job posting and see who comes in. Instead, leverage your network.

Sales Recruiting 214

Sales Recruiting Sales Hiring Social Media Sales 214

SaaStr

JULY 9, 2022

The role of a VP is to own everything required to hit the goals for a functional area – Sales, Marketing, Product, Engineering, Finance, or Customer Success. If not, you aren’t hiring a real VP. You’ll end up needing to hire someone else, probably much sooner than you planned. This includes: Recruiting the team.

Sales Recruiting 249

Sales Recruiting Sales Hiring Finance Engineering 249

SaaStr

JULY 25, 2021

They talked about product adoption, sales alignment, freemium models and lessons they have learned throughout their successful SaaS careers. As two CEO who love the art of sales and scaling, this one really was special. I should have hired someone in some role like six months ago, a year ago.

Sales Recruiting 241

Sales Recruiting Sales Hiring Scale VP of Engineering 241

Intercom, Inc.

APRIL 25, 2019

Given that the primary metric we measure growth in is revenue, it follows that sales feels growth more acutely than almost any other function. With 25-plus years of experience as a profit driver, Tara Bryant is a veteran at helping businesses iron out the kinks in their intricate revenue plans, from startups to Fortune 500 companies.

Scale 136

Scale Sales Hiring Sales Recruiting Scaling 136

SaaStr

OCTOBER 10, 2022

From a venture capital perspective, there’s now a premium on driving efficient growth rather than growth at any cost. . “Sales and marketing alignment is a terrific place to figure out and improve efficient growth.” . From the get-go, ensure alignment between sales and marketing teams on goals and anticipated outcomes.

Scale 257

Scale Sales Hiring Marketing Venture Capital 257

Sales Hacker

DECEMBER 19, 2022

As the president of Sales Xceleration, a firm specializing in assessing and implementing sales strategy , sales processes, and sales execution to drive growth, I’ve seen how job hopping can affect otherwise stable sales teams. Sales organizations experienced 58% higher voluntary turnover in 2021 than in 2020.

Sales Hiring 80

Sales Hiring Underperforming Technical Team Sales Recruiting Compensation 80

SaaStr

MAY 15, 2020

333: Bridget Gleason is the Head of Sales and Customer Success @ Tidelift, the company providing managed open source, backed by maintainers. Before Tidelift, Bridget was VP of Sales @ Logz.io and before that was VP of Corporate Sales @ Sumo Logic where she drove ARR up by a record 237%. What works?

Sales Hiring 188

Sales Hiring Scale Technical Review Outsourcing Services 188

Intercom, Inc.

JUNE 9, 2021

It was also my first official week in the People Development Program Manager role, which certainly added to the challenge! . Onboarding virtually can be tough for our new hires. It’s more difficult to communicate the way we work and the nuances of our culture. Our remote onboarding program has come a long way since then.

Onboarding 253

Onboarding Sales Hiring Scale Systems Review 253

SaaStr

MAY 3, 2023

Take the time to create onboarding documents showcasing your company values and the expected behaviors leaders must align with to uphold those values. Things don’t always get better by hiring someone new. It’s easier to swing and miss when hiring someone new vs. betting on the people you already have.

Sales Hiring 167

Sales Hiring Scale Pricing Customer Success 167

SaaStr

JUNE 24, 2022

Your best sales reps can close so much more than your average rep. Move the bottom 10% out and give the best leads to your top performer, and watch sales go up 20%. The best VPs of Sales design comp plans so the team never wants to leave. You should be striving for zero voluntary attrition on your sales team.

Sales Recruiting 202

Sales Recruiting Sales Hiring Scale Customer Success 202

SaaStr

DECEMBER 3, 2020

403: Sam Taylor is the VP of Sales and Success @ Loom, the startup that helps you get your message across by making it easy to record instantly shareable videos. As for Sam, prior to Loom, Sam spent over 4 years at Salesforce following their acquisition of Quip, a startup Salesforce acquired for $750M where Sam was also the 1st sales leader.

Scale 167

Scale Sales Hiring Sales Recruiting Sales 167

SaaStr

JULY 27, 2022

They built their sales funnel in the same fashion to empower customers with autonomous product discovery and conversions. Smaller organizations don’t typically respond to the long sales cycle or constant conversations and negotiations that an enterprise needs. However, this does not mean that you should abandon sales teams.

SMB 183

SMB Sales Hiring Scale B2C 183

SaaStr

MARCH 24, 2020

Sam Blond, CSO at Brex explains why recruiting, networking and employee happiness is the key to this playbook on recruiting your sales team. Sam Blond | Chief Sales Officer @ Brex. I’m doing The Playbook To Recruiting Your Sales Team. She was my first VP of Sales. Brendan Cassidy, second VP of Sales at EchoSign.

Sales Recruiting 125

Sales Recruiting Sales Hiring Scale Underperforming Technical Team 125

SaaStr

MARCH 10, 2020

Hiring senior leaders can set companies up to fail and see how sticking with a current, successful model can be the key to hypergrowth. That was the most over the top entrance that the sales leader for a company that moves boxes around the world has ever gotten. So we did about 442 million in sales last year.

Scale 190

Scale Sales Hiring Sales Recruiting Scaling 190

Sales Hacker

OCTOBER 26, 2020

The same can be said for sales enablement. Earlier in my career, I helped build a global sales enablement team at Oracle Marketing Cloud that designed, deployed, and measured a sales onboarding program integral to a business unit responsible for $675M in annual recurring revenue. Sales Onboarding. Sales Onboarding.

Sales Enablement 105

Sales Enablement Sales Hiring Scale Sales 105

Neil Patel

FEBRUARY 17, 2021

They can help humanize your brand and, ultimately, boost sales. First and foremost, employee spotlights are about recognizing the wonderful people who work for your company, but that’s not the only benefit. There’s no corporate sales message with an employee spotlight. It’s time to stop taking our employees for granted.

Sales Recruiting 141

Sales Recruiting Sales Hiring Social Media Sales 141

SaaStr

APRIL 1, 2022

Many founders find themselves confident in one area of their business, whether it be the product, customer success, or, in Schuck’s case, sales. Early in the company’s life, he was more willing to allocate funds to the sales team than to any other department. Mistake #8: The Power of Positive Thinking . Key Takeaways.

Sales Hiring 218

Sales Hiring Acquisition Investment Leadership 218